- Attention: Get the attention of your prospect through advertising or promotions. Remember the marketing section earlier?
- Interest: Build interest through an emotional appeal such as how good they will look.
- Desire: Build desire by starting with the OBJECTIVE and designing for the total project. Desire is built when the end-user feels included and vested in the project.
- Conviction: Increase the desire for your product by proving the worth of your product (compare to competitors, use testimonials from happy customers, show holistic long-term solution).
- Action: Encourage the prospect to act. Ask for the sale; if they object, overcome the objections and ask for the sale again.
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Wayan Vota co-founded ICTworks. He also co-founded Technology Salon, MERL Tech, ICTforAg, ICT4Djobs, ICT4Drinks, JadedAid, Kurante, OLPC News and a few other things. Opinions expressed here are his own and do not reflect the position of his employer, any of its entities, or any ICTWorks sponsor.
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